Over the past five years I have formally invited over 300 business men and women to play business golf. I have been turned down over 100 times. Not a bad return on my time and nothing to complain about with the exception of how many people decline an invitation to play Business Golf.
Yes, I have played a lot of business golf and gotten to know a lot more people much better than if I had just talked on the phone or just had a quick cup of coffee.
How You Respond Tells a Lot About a Person
The most interesting thing I learn from business golfers comes from those who turned down my invitation to play. Their rejection, or no reply, to an invitation tells more about their trustworthiness and business competence.
It is in what these business people say in their reply to my invitation that provides me the feedback to understanding if the person is honorable or just another lost sole whose priorities is set on problem solving instead of finding solutions.
The first test of a business golfer’s character comes way before the first tee. How a person responds to an invitation to play a round of business golf gives you the first glimpse of the person’s trustworthiness. Especially if that person recently told you they are an ‘avid golfer’.
Usually the “time” factor is what causes most people to flinch when they receive an invitation to play golf. True, it does take time to play golf. However, the commitment in time spent to play golf with someone else who is in business is mutual.
I, like many others who invite business people to play a round of business golf, do not take lightly the time I have to set aside to play the round of business golf.
Generally, I will not extend an invitation to play Business Golf unless there is something in the business relationship I am interested in or wanted to know more about.
Understanding the Invitation
When I receive an invitation to play business golf I understand the importance and generally change my scheduled to accept the invitation.
What the invitation to play business golf is really saying is..
I am willing to take a day of my work schedule to show you who I am. Are you willing to take the time to show me who you are?
Respect for Time
Unfortunately, many business people do not see a round of business golf as an opportunity to find out more about a person, or how what they offer may or may not help them. They only see it as a round of golf and not being of very importance.
A cordial decline to the invitation usually reflects how much the person respect the commitment of time the person who expends the invitation is willing to take.
Negative Rejection
A business person’s flat out refusals to play can be taken as it was intended…more or less as an insult, or their viewing the experience as a waste of their time. This speaks volumes on how this person would be in a business situation or in a business deal.
Positive Decline
A decline on the date can be understood if schedules do not match. Those responses are honorable. What can heightened the trustworthiness of the invitee would be to offer a full compromise by responding with an invitation to join them to play business golf at their facility on the date they are available. This response sends a message back that ..
Yes, I agree we need to play a round of Business Golf, but my schedule is in conflict.
Nonetheless, these type of responses should be few since they can spell trouble if repeated too many times.
Lack Of Understanding
The usual response I have received reflects the person’s lack of understanding of what business golf is and generally the decline is made due to them confusing the invitation as being an attempt to get them to take time off from work to frill away their time on the golf course. It is this confusion on understanding business golf and how it is played that gives business golf the erroneous reputation.
Many times the invitee will offer a weak compromise to the invitation. Over 80% of the responses people have made to playing business golf come in their remarks that really show more of the person’s true feelings towards the seriousness of the invitation. They clearly do not see playing golf with someone as being a business relationship building opportunity. Most do not realize that they their attempt to compromise really just played their hand in how they will likely do business with people.
The usually compromise to my invitations comes in a reply like …
“I can’t afford to waste a half day away from the office so lets make it nine holes and we can talk shop while we play.”
The message here is really saying…
“Hey, I can’t manage my business very well and playing a round of golf is too frivolous to spend more than a couple of hours.”
Lots of messages are broadcasted from this response giving the recipient an indication how much trust you may want to put into that business relationship.
However, most of the time these remarks business people make to an invitation to play a round of golf come from their thinking the round of golf is just a veiled attempt to get out of work. This is usually due to the invitation not being made in a formal manor nor making it clear that the golf is part of the process of the business meeting or opportunity get to know each other better.
State Your Intentions in the Invitiation
How the invitation is made is very important and most business people usually do not process a formal invitation.
It is this casual invitation to play golf that gives the invitation a feel the round of golf is not part of achieving any results. Most business people do not have the time to be casual which is how they will see the round of golf.
Responses to graciously decline or offering a compromise to an invitation to play business golf can tell you a lot about the person. It can tell you if they really care about their image in the business community and if they are able to manage their business well enough to schedule the time to develop new business connections.
How they decline can tell you if they are comfortable with themselves or if they have some deception to their way of doing business.
In today’s economy and business world, trustworthiness is what business people should be looking for in business relations. If you are serious about finding out more about a business person or their business opportunity then the invitation to play golf should be made formal so it is clear that the golf will be golf and the business will be business.
After all, a round of Business Golf is serious business.
Let me know how I can Help.
What's all this about 'taking the day off' Scot?
Perhaps because I came to this sport as part of my business – not originally to network or have business meetings but for our development interventions – golf, playing a game with a potential client is a working day to me. Sure I have fun, but then I have fun every single day I work.
Is it too much fun? For some people sure it is, but then they can stay miserable if they really want to 🙂
Golf is a great way to really get to know someone because golf reveals true character.
John
Do you actually say a round of “business golf” when you make your invitation or just a round of golf? JCI
Do you actually say a round of “business golf” when you make your invitation or just a round of golf? JCI